Tag Archives: New Business

Poker and new business – dealing with imperfect information

I think new business can be split up into stages like Texas Hold ’em poker.  However the main reason I like the analogy is because in business like poker you are dealing with imperfect information.   You just don’t know … Continue reading

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An alien perspective on client / agency relationships part 1 of 2

Let’s pretend for a second or maybe a bit longer, that we, well I,  met an alien from another planet, well is there any other sort? And fortunately as coincidence would have it, ‘it’ speaks the same language as us. … Continue reading

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Money Ball – what rounders can teach us.

I would strongly advise anyone concerned with new business, especially those who run agencies read a book called Money Ball by Michael Lewis, the film is good too but doesn’t get into the detail of how to re-evaluate your prejudices … Continue reading

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Pitches are exciting, addictive and bad for your health.

I recently read this great article about pitching that compares it to the destructive behaviour in abusive relationships.  Click here to read it.  I also noted in Rory Sutherland’s book Wikiman that he quipped that people in agencies often prefer … Continue reading

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What are your odds of winning a pitch? Part 1

Is there a half decent way to analyse whether or not an agency is likely to win a pitch or not? We think there are some major clues. I will be using poker as a metaphor for pitching. Poker is … Continue reading

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What sort of relationship are you looking for?

The word relationships is ubiquitous in the current era of marketing – way up their with words like engagement and arghhh where are the budgets going! I wonder if we are degrading what the word relationship means by over using … Continue reading

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Collaborate or Compete

I sometimes worry about the amount of metaphors bounded around about doing business and selling. The most usual one is to compare business to sport, we have all done it. Compete to win. Never give up. Go for the knock … Continue reading

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Who do your features benefit?

Have you ever noticed like me that whilst in the company of a group of business owners that regardless of what their company offers their sales pitch has a similar patter? This is because most people are using the tried … Continue reading

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#7 of 10 – Mistakes made in referral marketing

#7 – Know when to ask for referrals Make time to spend time with your clients at the right time! When you do this you will be able to talk about your work with them, your business and approach the … Continue reading

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#6 of 10 – Mistakes made in referral marketing

#6 –Not knowing your client’s goals and ambitions Do you really know your clients inside and out?  Usually when I pose this question during a seminar, everyone says, ‘yes, yes, of course’! Then I ask, ‘ Do you know their … Continue reading

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